Role Overview

The role is responsible for working within our ALB team in managing and developing opportunities within the National Health Bodies. The role requires high levels of account management, campaign, and business development with a requirement to sell a broad range of IT solutions and services. The role requires good organisational, and prioritisation aligned with good sales techniques to fully access and capitalise on IT spend within the target customer base. The role will be focused on all Trustmarque Ultima product and services across the National Health Bodies.

The role carries full performance and target responsibility with an attractive OTE package that will be awarded based on the overall ALB team performance. This will be a remote role, but travel will be required throughout the UK as necessary including regular visits to Trustmarque Ultima offices and hubs.

The opportunity is to be part of one of the UK’s leading Healthcare sales team, driving and maintaining our growth at a National level.

Accountabilities and Main Responsibilities

• Perform in accordance with monthly, quarterly and annual sales targets as a team and individually.
• Be your own lead generation.
• Identify, qualify, develop, and maximise all opportunities for sales growth.
• Balance sales input relevant to performance output – prospecting, creating need, qualification, pipeline value and mix.
• Apply solution sales methodologies and approach to uncover and meet customer needs.
• Secure a richer revenue mix through higher margin product and services solution sales including longer term managed service annuity revenues.
• Own, manage and control the preparation of bids and formal RFI/P submissions effectively coordinating bid support and enablement resources.
• Comply with company sales governance framework incl Pipeline data integrity/CRM accuracy, qualification, forecast accuracy and sales/account planning.
• Meet and exceed performance KPI metrics including performance, pipeline and conversion measures essential to consistent and full year performance.
• Ensure all actions from customer communication and meetings are distributed to the relevant personnel and follow up outputs in a timely and efficient manner.
• Differentiate through best practice and structured approach to customer account management.
• Ability to effectively present and articulate key customer facing content including Trustmarque/ Ultima positioning and differentiation, core proposition areas, market focus and client specific content.
• Accountability for whitespace opportunities within the accounts.
• Continually educate our clients and prospects as to our broader competency, unique value, and strategic focus.
• Ability to evidence client financial advantage through effective investment ROI modelling.
• Establish strong pipeline of well qualified business opportunities, evidencing understanding and control of customer buying criteria and process.
• Establishes strong governance, reporting and effective pipeline management resulting in profitable, deliverable revenue growth.
• To become the client trusted advisor, assisting clients in the formation of business enabling IT strategies, providing them with access to senior management and subject matter experts in the supplier organisation and elsewhere.
• Provide proactive client value and thought leadership to customer/prospect allocation drive market trends and establish us as the go to partner for innovation and strategic direction.
• To ensure that clients understand available IT services, promote financial and commercial awareness in-order to deliver value-for-money.
• Establish repeatable mechanism to capture and frame case study materials to ensure an accurate toolbox of recent success and referenceable client solution.
• Demonstrate the effective use of planning, tools, and resources available to achieve performance targets.
• Aspire to be the business partner of choice that facilitates change and drives transformation for our customers.
• Be responsible for the wider commercial relationship including, but not limited to aged debt, payment, and conditions of business.